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Centennial, CO 80112
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Channel Development Representative II

Job Description:

We have an excellent opportunity for a Channel Development Representative. This outside-focused position represents part of the front-line sales force at Arrow Electronics, Inc. and is responsible for helping to grow the business and gaining market share. Responsible for driving and growing VEEAM product(s) for Arrow Electronics, Inc. Identifies, enables and develops high-potential and non-repeat partners. Determines and understands customers’ requirements for Arrow product offerings and services. Translates products and promotions into benefits for a customer. Serves as a liaison between Arrow’s internal resources (inside sales, engineering, supplier marketing, manufacturing facilities, purchasing and other corporate departments), vendor resources and customers. Establishes and retains strong and influential customer, supplier and internal relationships. Forecasts effectively and has knowledge of the competition and Arrow’s standing in the marketplace. Develops and maintains broad, influential relationships with customers, suppliers, and Arrow colleagues.

What you will be doing

Demand Creation: Understands the relationship between demand creation and long term success/growth within account base.

  • Develops and executes demand generation activities in support of assigned brand(s) and related product(s). Proactively calls and engages partners to grow sales for assigned accounts.
  • Generates leads and follows-up on leads obtained through suppliers and Arrow internal sources. Qualifies prospects, analyzes sales potential, and then prioritizes high-return opportunities for further attention/investment.
  • Proactively surfaces opportunities at assigned accounts to solve problems and create demand for Arrow’s full range of solutions, products, and services.
  • Manage leads and identify business to build a sales pipeline. Involves other resources (inside, brand, engineering, financing, vendor, etc.) to address issues and for assistance in part selection.

    Influence and Relationships: Viewed as a partner to customers; establishes and retains strong influential strategic relationships with key partners/vendors.
  • Ability to work across multiple disciplines of the Arrow Electronics, Inc. organization, and serves as an advocate for customers both internally and externally.
  • Builds upon their customer relationship and works closely with suppliers to find ways to increase sales.
  • Demonstrates a proactive approach and sense of urgency on our customers’ behalf, anticipates our customers’ requirements and communicates efforts in a timely and effective manner.

    Opportunity Tracking and Forecasting: Develops opportunities and effectively increases sales by consultative interaction with customers in order to achieve or exceed sales and margin quota.
  • Excellent verbal and written communication skills to effectively communicate information on all significant opportunities in forecasting calls and to business units via reporting.
  • Translates effective opportunities into sales that meeting or exceed quota expectations. Responsible for updating sales cycle progress.
  • Uses the opportunity information and is responsible for providing a timely, accurate forecast to management. Relied on for expertise for client group; able to foresee trends in sales. May use resources such as to accomplish job duties.

    Solution Design and Development:
  • Viewed as an expert in products and services; educates and recommends additional products and services to enhance the total solution.
  • Forsees opportunities for add-on sales. Proactively presents sales opportunities with emphasis on cross-sales across brands to compliment Arrow ECS cross-selling focus.

What We Are Looking For

  • 5+ years’ industry experience with a proven sales track record, including knowledge of processes and procedures.
  • Most decisions can be made independently, without direct manager oversight. Typically receives general instructions on new projects or assignments.
    Works on problems where analysis of situations or data requires a review of a variety of factors.
  • Exercises judgment within defined procedures and practices to determine appropriate action.
    Must possess excellent telephone skills; professional attitude in all verbal and written communications.
  • Customer advocate; responds to requests for service and assistance and exceeds commitments.
  • Proactive in communication approach. Has the ability to communicate to all levels throughout Arrow, our vendors, and our customers.
  • VEEAM experience or expertise is preferred

What’s In It For You

At Arrow, we recognize that financial rewards and great benefits are important aspects of an ideal job. That’s why we offer competitive financial compensation, including various compensation plans, and a solid benefits package.

  • Medical, Dental, Vision Insurance
  • 401k, With Matching Contributions
  • Paid Time Off
  • Health Savings Account (HSA)/Health Reimbursement Account (HRA) Options
  • Short-Term/Long-Term Disability Insurance


Annual Hiring Range/Hourly Rate:

$93,859.02 - $114,716.58

Actual compensation offer to candidate may vary from posted hiring range based upon geographic location, work experience, education, and/or skill level. The pay ratio between base pay and target incentive (if applicable) will be finalized at offer. 


US-IL-Illinois (Remote Employees)

Time Type:

Full time

Job Category:


EEO Statement:

Arrow is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, gender, age, sexual orientation, gender identity, national origin, veteran or disability status. (Arrow EEO/AAP policy)

Posting ID: 647611842 Posted: 2021-10-28 Job Title: Channel Development Representative